Customer story – Tele2 IoT

How Tele2 IoT pinpointed in-market prospects with Ocean

By prioritising accounts actively showing interest in IoT, Laura Salmina built a stronger pipeline — and levelled the playing field for her whole team.

Laura Salmina, Sales Developer at Tele2 IoT

The customer

Tele2 IoT Tele2 logo

Tele2 IoT is a globally managed connectivity provider that allows companies to scale across borders in more than 190 countries. With a global network of 600+ networks, Tele2 IoT ensures devices and systems are always online.

Their network supports a wide range of industries — from fleet management to healthcare and home security. Celebrating 10 years in 2023, Tele2 IoT is on a mission to connect the world through IoT and support customers on their journey to success.

Tele2 IoT platform

The challenge

How to start conversations earlier with the right prospects

Tele2 IoT had achieved great success over 10 years and was looking for a more effective way to enter conversations with their ICP earlier — before prospects had publicly announced their plans.

Laura Salmina, Sales Developer at Tele2 IoT, wanted to ensure her team was talking to the right people at the right time, even when those accounts weren't publicly signalling their interest in IoT.

"There is no one specific industry for our product so we focus primarily on the company profile — are they looking to be one step ahead? Digitised in a smart way? Is data management something they prioritise? Are they ready to talk about the world of IoT?"

— Laura Salmina Sales Developer, Tele2 IoT

With a pre-developed persona to target, Tele2 IoT were ready to start hunting. The challenge? Nailing the timing to guide business development plans. That's when they brought in Ocean.io Intent Data.

Ocean Intent Data interface

The solution

Ocean.io Intent Data

Having used Ocean.io for two years, the Tele2 IoT team knew the platform well — but they were looking for a way to enter conversations earlier. Intent Data was the answer.

Find hidden demand — Accounts researching IoT topics more than usual — without public announcements
Earlier conversations — Engage before prospects have fully enacted their business development plan
Level the playing field — Junior reps get the same quality leads as the most senior networkers

"Ocean is a great way to 'level' the playing field for our junior account managers who haven't had 30 years to develop their network yet."

Laura Salmina — Sales Developer, Tele2 IoT

The result

Earlier conversations with prospects ready to buy

By building target account lists with Intent Data, Tele2 IoT's ambition to enter conversations earlier fell into place. Their "hunters" are now talking to prospects that showed no outward interest in IoT — but had it deep in their business development plans.

In touch with hidden prospects — Accounts with no public IoT signal but active intent behind the scenes
Consistently strong pipeline — A reliable flow of receptive, genuinely interested prospects
Clean data, no weeding — No time spent filtering irrelevant results — trust the list from day one

"We looked at other data providers in the market, but found we were often removing the 'weeds' from the data. With Ocean, we didn't need to do that."

— Laura Salmina Sales Developer, Tele2 IoT
Results from Ocean Intent Data

Find in-market prospects before your competitors do

  • Surface accounts actively researching your category
  • Level up junior reps with ready-to-buy leads
  • Enter conversations at exactly the right time
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